Case Studies
Fyntra shared twenty-one case studies. Every one of them traces back to one of five domains, the same five domains we diagnose in every paid engagement: ICP and offer clarity, speed-to-lead, qualification rigor, follow-up discipline, and pipeline visibility and forecast reliability. We call it the “O’Brien Method” because it was built from running sales organizations, not from studying them.
Each case study below is filed under the single domain it demonstrates. A sales machine rarely breaks in only one place, but every engagement has one leak that costs more than the others. That is the leak the case study documents: where it was found, what it cost in dollars, and what we installed to close it.
ICP and Offer Clarity
The leak here is upstream of the pipeline. Reps burn hours on accounts that were never going to buy, or the offer doesn’t align with what the market pays for right now. Deals in this domain don’t die from bad execution. They die because they should never have been pursued in the first place.
Speed-to-Lead
The leak is time. A lead arrives and sits. Minutes turn into hours, hours into days, and the buyer either cools off or calls a competitor who answered first. This is the domain where deals die before anyone on the sales team has said a word.
Qualification Rigor
The leak is a gut call standing in for a standard. Reps chase deals that were never going to close and pass over the ones that would have because qualification depends on instinct rather than a repeatable filter applied consistently.
Follow-Up Discipline
The leak is in the middle of the pipeline. Deals stall because follow-up depends on a rep’s memory rather than a system, and prospects who were ready to buy go cold while waiting for a call that never comes.